The Negotiation Book: Your Definitive Guide To Successful Negotiating

2.3. THE THREE FACTORS THAT INFLUENCE EVERY NEGOTIATION

2.3.1. 1. Power

Even if you conclude that the other party needs this deal more than you, their ego could still prevent them from agreeing. There are many who walk away from the table, even though the deal on offer is better than any other option they have, because they feel manipulated. Often their ego will not allow them to give you the satisfaction of winning or, sometimes, if it's regarded as unfair in their minds, they will even walk and pay more elsewhere. This is not rational, it's emotional, but it is people we negotiate with and emotions that we need to take into account. Power does not give you the right to manipulate. To understand power in negotiation is one thing, to understand how to apply it to achieve your objectives is another.

2.3.1.1. Managing your options

The level of dependency between two parties is heavily influenced by options (supply and demand) and by whatever time and circumstance means to those involved. If you have no options and need to secure an agreement you have a low level of power, assuming of course that the other party knows this. Now, if they have no idea of the number of options you have it may make no difference unless you are busy weighing up the situation in your own head and allow yourself to believe you have little or no power. What if they have no options and are in equal need of an agreement? Who has the balance of power now? And what of the implications of time? Let's say that ...